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If you want to become a high-performing agent, you need more than just a license — you need a system. A simple, repeatable flow that takes someone from a prospect to a protected policyholder.
Here’s the 6-step system every agent at InsuranceProducers.org is trained to master:
1. Prospecting – Find the People Who Need You
It starts with finding people to talk to. This could be from your warm market, social media outreach, paid ads, referrals, or community engagement.
The key isn’t to chase people — it’s to position yourself as a helpful, trusted guide. Always lead with value.
Tools: Instagram DMs, TikTok videos, Facebook polls, Calendly, lead forms, warm market lists
2. Add Them to the Calendar – Book a Real Conversation
Prospects aren’t clients until they commit to a conversation. Once someone shows interest, your job is to guide them into a scheduled time where you can learn about their needs.
Make it easy. Use tools like Calendly, automated text follow-ups, and confirmation messages.
Pro tip: Always confirm the appointment and pre-frame the conversation in a short message like:
“Looking forward to helping you understand your options. I’ll walk you through everything step-by-step.”
3. The Presentation – Be a Teacher, Not a Seller
Now it’s time to educate. Explain how insurance works in simple language. Show them what happens if they live too long, die too soon, or get sick in between.
Ask questions. Use stories. Keep it real.
Don’t pitch. Teach.
Include visuals like screen shares or flip charts
Keep your energy high and your tone genuine
4. Collect the Financial Needs Analysis (FNA) – Get the Full Picture
You can’t recommend the right plan without knowing the facts.
The FNA helps you understand:
- Their income
- Expenses
- Debt
- Family responsibilities
- Health history
- Long-term goals
This is where trust deepens. Clients open up when they feel understood.
Use digital forms or a structured intake sheet
Ask permission to follow up with a customized recommendation
5. Make Your Recommendation – Match Their Needs, Not Your Commission
Based on their FNA, present a few tailored options. Keep it simple. Explain how each plan protects them and why it fits their goals.
You’re not just selling a product — you’re solving a problem. Whether it’s life insurance, final expense, long-term care, or a 401(k) rollover, make it about them.
Always have a backup option
Reinforce peace of mind, not fear
6. Deliver the Policy – And Stay in Their Life
Once the policy is approved and delivered, your job isn’t over — it’s just beginning. Send a handwritten thank-you card. Schedule annual reviews. Check in during birthdays or life events.
You don’t just close a sale. You open a relationship.
- Set reminders for follow-ups
- Ask for referrals gently:
“If you know someone who could benefit like you did, I’d love to help them too.”
Systems Create Freedom
The best agents don’t rely on memory — they rely on systems.
This 6-step client journey helps you stay organized, close confidently, and serve clients like a pro.
Join Our Team and learn how to master this system from day one — with real mentorship, ready-to-use templates, and full training.
